Description

Summary:

The Inside Sales Representative plays a key role in identifying new business opportunities and re-engaging inactive (“sleeping”) customers. This position focuses on proactive outreach, lead qualification, and pipeline support. It also involves staying informed about product offerings and industry trends to ensure high-quality lead generation and value-based sales support. Leads are handed off to Area Sales Managers (ASMs) and Junior ASMs, The specialist will also follow up on these leads to support conversion, maintain CRM records, and ensure a consistent pipeline of opportunities

Essential Duties and Responsibilities:

Customer Reactivation & Lead Generation

Proactively reach out to dormant (“sleeping”) customers to uncover sales opportunities.
Identify and research new prospects using outbound phone calls, emails, and digital tools.
Participate in industry trade shows and events to build brand awareness and generate leads.

Lead Qualification & Sales Support

Qualify prospects by conducting discovery conversations to assess interest and fit.
Apply a customer-centric, value-based selling approach to better understand customer pain points and what they value most.
Collaborate with ASMs and Jr. ASMs to ensure smooth lead handoffs and sales continuity.
Follow up on lead handoffs to monitor progress and assist with further engagement.

Product Knowledge & Collaboration

Stay current on product offerings, features, and benefits to confidently support sales discussions.
Work closely with the sales and product management teams to understand product advantages and market positioning.
Share relevant product information with customers during outreach to provide value-driven solutions.

CRM Management & Reporting

Maintain accurate lead data, activity records, and communication logs in the CRM system.
Generate and share weekly reports on outreach activity, lead status, and performance metrics.
Track response rates, lead conversion trends, and outreach effectiveness.

Market Research & Intelligence

Conduct market research to identify trends, customer behaviors, and competitor activities.
Gather and report insights to the sales and marketing teams to inform strategy.
Identify emerging customer needs and new areas of opportunity

Requirements

Qualifications/Skills/Experience: Proven sales experience in a technical or industrial equipment sales or sales support role, preferably within the agricultural or food processing sector.

Strong communication and customer service skills.
Proficiency in using CRM and office software (e.g., Microsoft Office Suite).
Excellent organizational and multitasking abilities.
Attention to detail and a high degree of accuracy.
Knowledge of the industry or products may be advantageous.

Education: Bachelor’s degree in business, Engineering, Sales, Marketing, or a related field (or equivalent experience)

Other Requirements: Willingness to travel to meet with clients and attend industry events (if required), ability to work collaboratively in a team environment

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